Category Archives: Client Service

How To Build a Referral-Based Business

This is step 5 of a five-part series on how new agents can successfully break into the real estate market.
Yesterday, I talked about the importance of nurturing your prospect list. Today, I’m going to shift gears and discuss what you need to do to build a referral-based business.
Last week, Mike asked me, “Where do you […]

Business Basics, Client Service, Lead Generation, Marketing, Prospecting, Reader Q&A

3 Ways to Grow Your Business (Part 3): How to Generate Referrals and Repeat Business

In my last two posts, I talked about two ways to grow your business: how to increase your number of clients by increasing your conversion rates on your marketing materials and sales consultations and how to increase the average transaction value. Today, I’ll discuss the third way to grow your business: repeat business.
Buying or […]

Business Basics, Client Service, Finance

Are You Assuming Too Much About Your Business?

Do you know what your clients’ top wants, needs, motivations, and fears are? Can you clearly explain why clients buy from you rather than your competitors? For most people, the answer is “no”. Instead, we often make assumptions about the people we do business with.

Client Service

Do You Address Your Clients’ Emotional Needs?

These days, it’s difficult to find a business that doesn’t offer “quality service” at “affordable prices” but such phrases are empty and meaningless to prospects and client because they are intangible - they could mean anything. It’s up to you to express exactly what the benefits of doing business with you are - and that’s […]

Client Service

How to Generate More Money from Clients

Real estate is a tough job and it can cost significant cash to acquire a client - are you maximizing your profit from each client? Most real estate agents have only one primary way of generating income: clients hire them to buy or sell their home - and when the deal has been completed, the […]

Client Service, Finance, Pricing

8 Client Gift Ideas To Show Your Appreciation

In the spirit of Black Friday, I thought I’d put together a list of gift suggestions to get your clients and referral partners. Feel free to add your suggestions in the comments below.

Client Service

How to Deal With Jerks - And Not Become One Yourself

Let’s face it. We’ve all dealt with prospects, coworkers, and even customers we consider downright rude. There are very few things that are worse than sitting through a meeting and having to dodge insults and rude remarks that your meeting mates keep hurling at you for reasons you can’t fathom. Or hearing from your […]

Client Service, Lead Generation, Marketing

Understanding Your Client’s Buying Process

Rarely is marketing a one time event. It is not a quick fix or magical formula to flood you with new clients for little investment on your part. Rather, it is a series of interactions you have with prospects as they try to solve their problems. There are a number of steps people take before […]

Client Service, Marketing

Study Reports that Local Competition among Real Estate Firms Is Intense

A recently published study by Steve Sawyer of Penn State University confirms what most agents already know - that competition is fierce. The study analyzed 12 local markets that represent 800 of the largest metropolitan areas and was based on local MLS data, interviews, and secondary sources.
The study found some interesting results. Though there has […]

Client Service, Industry

How Good of a Customer Experience Do You Provide?

Douglas Gatenbein was apparently unhappy with his experiences buying and selling 5 properties in the last 7 years and working with a half a dozen Realtors in the process - so much so that he wrote a scathing article against Realtors on Slate.com’s Realty Bites.
What I found to be interesting about the article was that […]

Client Service